Hewlett Packard Enterprise Development LP
Federal Storage Sales Specialist
Hewlett Packard Enterprise Development LP, Annapolis, Maryland, United States, 21403
Federal Storage Sales Specialist
Remote/Teleworker – primarily work from home.
Who We Are: Hewlett Packard Enterprise (HPE) is a global edge‑to‑cloud company that helps customers connect, protect, analyze, and act on data and applications wherever they live. Our culture emphasizes innovation, flexibility, and a commitment to inclusion. If you want to grow your career, HPE provides the opportunity and environment to do so.
Job Description: Federal Storage Sales Specialists are solution experts responsible for leading storage pursuits within the Department of Defense (DoD). They collaborate with and support HPE Account Managers, building the pipeline, prospecting, qualifying, negotiating, and closing opportunities. Candidates should have prior experience selling within the DoD and strong storage product knowledge.
Management Level Definition: Applies advanced subject‑matter knowledge to solve business issues, contributes to new ideas and methods, mentors lower‑level employees, and represents HPE to external customers. Exercises significant independent judgment under broad policies and practices.
Responsibilities:
Responsible for sales of storage products and solutions in assigned territory or accounts.
Uses advanced storage expertise to seek new opportunities for customer value by expanding and enhancing existing opportunities.
Creates and drives the storage sales pipeline, capturing leads outside of specialization and using closed‑loop lead management.
Collaborates with account pursuit teams to leverage solutions expertise for business development.
Builds sales readiness and reduces client learning curve through effective knowledge transfer in storage.
Contributes to development of quota objectives and future direction for storage product lines.
Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, presales, channel partners, and other stakeholders.
Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
Collaborates across HPE teams to deliver a consistent approach to developing business, including end‑to‑end solutions account planning.
Assesses solution feasibility from a technical and business perspective to determine “qualify‑in”/“qualify‑out” status.
Negotiates and drives profitable deals to ensure successful closure and a high win rate.
Drives sales of the storage portfolio, using strong leadership and initiative to successfully prospect, negotiate, and close deals.
Establishes a professional and consultative relationship with the client by achieving an advanced understanding of unique business needs, working with clients up to C‑level for mid‑to‑large accounts.
Leverages advanced knowledge of competitors and industry trends to strategically position HPE’s products and services.
Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co‑sell to end‑users.
Effectively leads, evangelizes, and coordinates storage marketing campaigns to ensure successful launch and maintenance of campaign momentum, aligned with account strategy.
Acts as a trusted storage solutions consultant for the slated accounts/region.
Reinforces and articulates HPE’s strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
Effectively uses references to craft a story that makes complex technologies simple and understandable for customers.
Actively generates customer interest and anticipates customer buying trends, linking business and financial benefits with technology offerings and illustrating ROI & TCO advantages of HPE offerings for the customer’s business.
Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning HPE as the preferred vendor for business needs.
Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners.
Education and Experience:
5+ years of sales experience working directly with the Department of Defense.
3+ years of storage sales, selling experience with a major storage company (Dell/EMC, Pure, NetApp) preferred.
Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
Extensive vertical industry knowledge required.
University or Bachelor's degree preferred.
Knowledge and Skills: Storage Specialist – Sales Acumen & Behaviors:
Possesses expertise to assess solution feasibility and determine “qualify‑in”/“qualify‑out” status.
Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate.
Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts.
Independently articulates the technical solution and commercial benefits to the client.
Knowledge of digital and modern methods to connect and sell.
Actively prospects within accounts to discover or cultivate sales opportunities.
Technology Focus:
Expert knowledge of storage, cloud, solution, or service offerings and competitor’s offerings.
Understanding of industry trends and competitor landscape.
Deep knowledge of storage’s role within vertical industries and cross‑segment capabilities.
High service, product, and solution knowledge, articulating and differentiating HPE’s offerings against the competition.
Solutions Acumen:
Understands industry and market segments in key accounts, integrating knowledge into consultative selling.
Leverages HPE product portfolio and services to upsell.
Deep expertise of end‑to‑end data solutions, focusing on traditional and modern applications.
Partnering Acumen:
Understands when to engage different partner types effectively.
Expertise in mapping partner skills to storage‑related opportunities.
Deep understanding of service provider business models to engage and sell.
Leadership:
Persuades and negotiates, draws upon interpersonal skills, empathy, and personality awareness.
Motivates, coaches, and supports peer sales team members to ensure effective selling.
Clearly addresses challenges on customer/partner business horizons, aligning with priorities.
Demonstrates courage to take calculated risks, inspiring innovation in the team.
Rewards, recognizes, and celebrates successes.
Other:
Advanced financial acumen and leverages available tools to profile each account’s business unit.
Maintains expertise on IT at all levels, including new applications, typical budgets, objectives, and metrics.
Understands and applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit.
Collaborates with management and sales teams in shared accounts to ensure seamless integration of Storage Specialist sales with other sales activities.
Impact/Scope:
May lead sales engagements to position creative storage solution key to profitable and successful delivery.
Accounts may be international or global.
Typically assigned higher than average quota.
Orchestrates the regional pursuit resources for the account.
Complexity:
Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‑Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity and 6 more.
Additional Skills: Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‑Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity, and 6 more.
What We Can Offer You: Health & Wellbeing: We strive to provide a comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
Personal & Professional Development: We invest in your career with programs to help you reach any career goals, whether you want to become a knowledge expert or apply your skills to another division.
Unconditional Inclusion: HPE is unconditionally inclusive in how we work and celebrate individual uniqueness, valuing varied backgrounds, providing flexibility, and pursuing bold moves together.
Job: Sales
Job Level: Expert
Expected Salary/Wage Range: United States of America: Annual Salary USD 194,500 - 456,500 in District of Columbia, Maryland, and Virginia. Range reflects minimum to maximum combined base and target‑level sales compensation paid if the hire performs at 100% of their sales plan. Base salary and target‑level mix is 50%/50%.
Equal Employment Opportunity: HPE is an Equal Employment Opportunity/ Veterans/ Disabled/ LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. Our goal is one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. Compliance with and Recruitment Fraud Disclaimer: HPE will comply with all applicable laws related to employer use of arrest and conviction records. HPE’s authorized recruiters will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Any candidate relying on fraudulent agencies does so at their own risk, and HPE disclaims liability.
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Who We Are: Hewlett Packard Enterprise (HPE) is a global edge‑to‑cloud company that helps customers connect, protect, analyze, and act on data and applications wherever they live. Our culture emphasizes innovation, flexibility, and a commitment to inclusion. If you want to grow your career, HPE provides the opportunity and environment to do so.
Job Description: Federal Storage Sales Specialists are solution experts responsible for leading storage pursuits within the Department of Defense (DoD). They collaborate with and support HPE Account Managers, building the pipeline, prospecting, qualifying, negotiating, and closing opportunities. Candidates should have prior experience selling within the DoD and strong storage product knowledge.
Management Level Definition: Applies advanced subject‑matter knowledge to solve business issues, contributes to new ideas and methods, mentors lower‑level employees, and represents HPE to external customers. Exercises significant independent judgment under broad policies and practices.
Responsibilities:
Responsible for sales of storage products and solutions in assigned territory or accounts.
Uses advanced storage expertise to seek new opportunities for customer value by expanding and enhancing existing opportunities.
Creates and drives the storage sales pipeline, capturing leads outside of specialization and using closed‑loop lead management.
Collaborates with account pursuit teams to leverage solutions expertise for business development.
Builds sales readiness and reduces client learning curve through effective knowledge transfer in storage.
Contributes to development of quota objectives and future direction for storage product lines.
Directs and coordinates supporting sales activities related to pipeline hygiene through account managers, presales, channel partners, and other stakeholders.
Effectively uses internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion.
Collaborates across HPE teams to deliver a consistent approach to developing business, including end‑to‑end solutions account planning.
Assesses solution feasibility from a technical and business perspective to determine “qualify‑in”/“qualify‑out” status.
Negotiates and drives profitable deals to ensure successful closure and a high win rate.
Drives sales of the storage portfolio, using strong leadership and initiative to successfully prospect, negotiate, and close deals.
Establishes a professional and consultative relationship with the client by achieving an advanced understanding of unique business needs, working with clients up to C‑level for mid‑to‑large accounts.
Leverages advanced knowledge of competitors and industry trends to strategically position HPE’s products and services.
Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co‑sell to end‑users.
Effectively leads, evangelizes, and coordinates storage marketing campaigns to ensure successful launch and maintenance of campaign momentum, aligned with account strategy.
Acts as a trusted storage solutions consultant for the slated accounts/region.
Reinforces and articulates HPE’s strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate.
Effectively uses references to craft a story that makes complex technologies simple and understandable for customers.
Actively generates customer interest and anticipates customer buying trends, linking business and financial benefits with technology offerings and illustrating ROI & TCO advantages of HPE offerings for the customer’s business.
Cultivates and maintains positive relationships with customers to ensure account retention and growth, positioning HPE as the preferred vendor for business needs.
Supports deal closure in partnership with relevant internal stakeholders, including account managers and channel partners.
Education and Experience:
5+ years of sales experience working directly with the Department of Defense.
3+ years of storage sales, selling experience with a major storage company (Dell/EMC, Pure, NetApp) preferred.
Demonstrated achievement of progressively higher quota, interface with diverse business customers at all levels.
Extensive vertical industry knowledge required.
University or Bachelor's degree preferred.
Knowledge and Skills: Storage Specialist – Sales Acumen & Behaviors:
Possesses expertise to assess solution feasibility and determine “qualify‑in”/“qualify‑out” status.
Uses expertise to negotiate and drive deals to ensure successful closure and a high win rate.
Demonstrates hunter mentality to actively pursue solution opportunities in acquisition and development accounts.
Independently articulates the technical solution and commercial benefits to the client.
Knowledge of digital and modern methods to connect and sell.
Actively prospects within accounts to discover or cultivate sales opportunities.
Technology Focus:
Expert knowledge of storage, cloud, solution, or service offerings and competitor’s offerings.
Understanding of industry trends and competitor landscape.
Deep knowledge of storage’s role within vertical industries and cross‑segment capabilities.
High service, product, and solution knowledge, articulating and differentiating HPE’s offerings against the competition.
Solutions Acumen:
Understands industry and market segments in key accounts, integrating knowledge into consultative selling.
Leverages HPE product portfolio and services to upsell.
Deep expertise of end‑to‑end data solutions, focusing on traditional and modern applications.
Partnering Acumen:
Understands when to engage different partner types effectively.
Expertise in mapping partner skills to storage‑related opportunities.
Deep understanding of service provider business models to engage and sell.
Leadership:
Persuades and negotiates, draws upon interpersonal skills, empathy, and personality awareness.
Motivates, coaches, and supports peer sales team members to ensure effective selling.
Clearly addresses challenges on customer/partner business horizons, aligning with priorities.
Demonstrates courage to take calculated risks, inspiring innovation in the team.
Rewards, recognizes, and celebrates successes.
Other:
Advanced financial acumen and leverages available tools to profile each account’s business unit.
Maintains expertise on IT at all levels, including new applications, typical budgets, objectives, and metrics.
Understands and applies program/project management methods and processes to define, plan, cost, resource, track, and ensure successful pursuit.
Collaborates with management and sales teams in shared accounts to ensure seamless integration of Storage Specialist sales with other sales activities.
Impact/Scope:
May lead sales engagements to position creative storage solution key to profitable and successful delivery.
Accounts may be international or global.
Typically assigned higher than average quota.
Orchestrates the regional pursuit resources for the account.
Complexity:
Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‑Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity and 6 more.
Additional Skills: Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‑Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‑Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity, and 6 more.
What We Can Offer You: Health & Wellbeing: We strive to provide a comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
Personal & Professional Development: We invest in your career with programs to help you reach any career goals, whether you want to become a knowledge expert or apply your skills to another division.
Unconditional Inclusion: HPE is unconditionally inclusive in how we work and celebrate individual uniqueness, valuing varied backgrounds, providing flexibility, and pursuing bold moves together.
Job: Sales
Job Level: Expert
Expected Salary/Wage Range: United States of America: Annual Salary USD 194,500 - 456,500 in District of Columbia, Maryland, and Virginia. Range reflects minimum to maximum combined base and target‑level sales compensation paid if the hire performs at 100% of their sales plan. Base salary and target‑level mix is 50%/50%.
Equal Employment Opportunity: HPE is an Equal Employment Opportunity/ Veterans/ Disabled/ LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category. Our goal is one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. Compliance with and Recruitment Fraud Disclaimer: HPE will comply with all applicable laws related to employer use of arrest and conviction records. HPE’s authorized recruiters will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. Any candidate relying on fraudulent agencies does so at their own risk, and HPE disclaims liability.
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